Director, Federal System Integrator Sales

COMPANY DESCRIPTION

Rancher Government Solutions (RGS) addresses the unique security and operational needs of the U.S. Government and military as it relates to application modernization, containers, and Kubernetes.

Rancher is a complete open-source software stack for teams adopting containers. It addresses the operations and security challenges of managing multiple Kubernetes clusters at scale, providing DevOps teams integrated tools for running containerized workloads.

RGS supports all Rancher products with U.S. citizens holding the highest security clearances who are currently supporting programs across the Department of Defense, Intelligence Community, and civilian agencies.

If you are eager to learn, thrive collaboratively, and are passionate about open-source enterprise software sales, we encourage you to apply.

POSITION SUMMARY

We are seeking a highly strategic, quota-carrying leader to own RGS's sales relationships with Federal System Integrators (FSIs). Since integrators win and deliver federal programs, this role will make RGS the "preferred" Kubernetes platform inside their bids, architectures, and delivery teams.

You will build deep, multi-level relationships inside the largest primes and mid-tier integrators, embed RGS into their capture and proposal cycles, and convert those relationships into closed revenue on Programs of Record and new awards.

KEY RESPONSIBILITIES

FSI Revenue Ownership: Own a revenue target tied to FSI-sourced and FSI-influenced business. Build account plans for each priority integrator with clear pipeline, forecast, and close plans.

Capture and Pursuit Engagement: Get RGS into FSI capture plans early. Partner with integrator capture managers to position RGS in proposals, technical volumes, and teaming agreements on new pursuits and Programs of Record.

Deal Alignment and Co-Selling: Pair RGS Account Executives with the right integrator and program team for each opportunity. Run disciplined co-sell motions, pipeline reviews, and forecasting.

Contract Vehicle Strategy: Align each pursuit to the best path to award, whether the FSI's own vehicles, SEWP, GSA, OTA, or agency-specific contracts, and understand how integrators price, bundle, and deliver.

Performance Tracking: Lead Business Reviews with each key integrator, track active programs, and report FSI pipeline and bookings to RGS leadership.

Multi-Level Access: Build relationships from engineers and architects through program managers, capture leads, and executive sponsors, ensuring RGS is not dependent on a single champion.

Internal Orchestration: Act as the bridge between RGS and integrator teams. Give internal sales teams insight into FSI org structures, program ownership, contract positions, and agency alignment.

Enablement: Train integrator sales, solution architects, and delivery engineers so they can scope, sell, and deploy RGS confidently.

"Powered by RGS" Offerings: Work with FSIs to build joint solutions and managed services that integrators can take to market.

Joint Marketing: Partner with RGS Marketing on integrator-focused events, agency briefings, and demand generation that feed the FSI pipeline.

Adjacent Partners: Coordinate with OEM, ISV, VAR, CSP, and Embedded partners when they strengthen an FSI-led opportunity or fill a gap in the joint solution.

QUALIFICATIONS

• Minimum of 8-10 years engaging within the U.S. Federal commercial ecosystem, with a focus on Federal System Integrators in a sales, business development, or partner management role.
• Demonstrated history of closing revenue through FSIs, with established relationships at major primes and mid-tier integrators.
• Strong understanding of Kubernetes, cloud-native architectures, AI/ML, SaaS, virtualization and security well enough to articulate mission value to technical delivery teams and executive stakeholders.
• Excellent leadership and interpersonal skills, with the ability to build trust and navigate complex organizational structures.
• Proven ability to execute long-term strategic sales plans while maintaining attention to detail.
• Ability to travel as needed to support integrator events, program offices, and agency meetings.

Preferred Qualifications

• Deep familiarity with Federal acquisition lifecycles, strategic program capture, and major contract vehicles.
• Solid understanding of Kubernetes, containerization, cloud-native architectures, federal security controls (FIPS, air-gap), and open-source/SaaS business models.
• Strong executive presence with proven ability to interface, negotiate, and collaborate with C-suite leadership and cross-functional teams.
• Ability to travel as needed for customer, partner, and industry engagements.